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Global Account Director, Retail/Lifescience
Il y a 3 mois
We help the world run better
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now
DESCRIPTION DU RÔLE
Les principales responsabilités d'un directeur de grand compte comprennent la prospection, la qualification, la vente et la conclusion de nouvelles affaires sur un compte stratégique de SAP. Il comprend la stratégie et les enjeux de son client afin de batir avec une équipe de compte étendue une proposition de valeur adapté à la transformation du client.
Il développe la relation à tous les niveaux de l'entreprise et met en place le plan stratégique commercial pour développer le revenu sur le court, moyen et lon terme avec son client.
ATTENTES ET TÂCHES
• Stratégies de vente
Développer des plans de compte efficaces et spécifiques pour assurer la réalisation des objectifs de revenus (abonnement au cloud) et une croissance durable (Génération de la demande, gestion du pipeline roulant et des opportunités via le CRM).
• Conseiller de confiance
Établit des relations solides basées sur la connaissance des exigences des clients et l'engagement de valeur (valeur des conseils et de l'expertise, valeur des solutions, valeur de l'expertise de mise en œuvre). Construit une base sur laquelle récolter de futures opportunités commerciales, des informations de compte précises et du coaching. Encouragez tous les comptes à devenir des références SAP tout en soutenant les évènements SAP sur le territoire.
• Sens du client
Comprendre activement l'empreinte technologique de chaque client, ses plans de croissance stratégique, sa stratégie technologique et son paysage concurrentiel. Examiner les informations publiques (par exemple, les nouvelles nominations de cadres, les déclarations de résultats, les communiqués de presse) pour l'entreprise et ses concurrents afin de rester informés des tendances et des problèmes clés du secteur ayant un impact sur le prospect.
• Gestion d'une équipe de compte (virtuel)
Démontre des compétences de leadership dans l'orchestration d'équipes à distance. Assurez-vous que les équipes de compte et les partenaires connaissent bien la stratégie de chaque compte et sont bien positionnés pour tous les points de contact client et tous les événements. Maximisez la valeur de toutes les organisations de soutien aux ventes. Orchestrez les ressources: déployez les équipes appropriées pour exécuter des ventes gagnantes. Créez OneSAP.
• Tirez parti des solutions SAP
Maîtrisez et intégrez toutes les offres SAP à vos activités de vente, y compris les solutions industrielles, les solutions LOB (CRM, SCM, HCM, SRM et al) et les solutions technologiques (Business Analytics, mobilité, base de données et technologie, et . Al). Comprendre la concurrence de SAP et positionner efficacement les solutions contre elles.
L'EXPÉRIENCE PROFESSIONNELLE
• 10+ ans d'expérience dans la vente de logiciels d'entreprise / solutions informatiques complexes aux clients Enterprise
• Expérience avérée dans la vente de logiciels d'application métier.
• Expérience en tant que chef de file dans un environnement de vente d'équipe.
• Succès avéré avec de grandes transactions et de longues campagnes de vente dans un marché au rythme rapide, consultatif et concurrentiel.
• Langue locale: français et anglais courants
ÉDUCATION ET QUALIFICATIONS / COMPÉTENCES ET COMPÉTENCES
• Equivalent Bachelor
We build breakthroughs together
SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.
We win with inclusion
SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team:
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
